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There is a need for speed with leads…
by Tony Vidler        Speed kills…except in sales….there IS a need for speed with leads.  By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example.   Unbelievable, right?   Research shows it to be absolutely true.  Perhaps Maverick […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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Sales Activity Can Be Gamified
by Tony Vidler        some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them.  “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants.   […]
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Improve your sales results with a quick “Kerbside Review”
by Tony Vidler        One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.   It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me?   No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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A simple approach to getting clients to ACT
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  That of course presents a range of “risks” for clients as well as being frustrating for the adviser.  Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
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A financial advisers best weapon: The Meeting Agenda
by Tony Vidler        One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly….   The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition;   […]
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Financial advisor sales activity
Slow down to get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slow Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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pre-approach-sales-letters
Are sales letters ancient history?
by Tony Vidler        A traditional marketing practice for financial advisers has been sending “pre-approach” sales letters to prospective clients.  It seems that very few still do it, and yet I am often asked if they are worthwhile, and if so, how does one get the best results from them?   Here’s the no frills, […]
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best-prospecting-question-ever
The BEST Prospecting Question Ever
by Tony Vidler        One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.   A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
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